{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Guiding Advisors Through the Survival Phase","description":"Episode Summary In this episode, Adam Figura sits down with longtime colleague Alejandro M. Jerez to unpack one of the most challenging \u2014 and defining \u2014 periods in an advisor\u2019s career: the survival phase. Drawing from more than a decade of industry experience, Alejandro shares what makes the early years so difficult, why mentorship and market access are critical, and how habits, activity, and accountability ultimately determine long-term success. Together, they explore common mistakes new advisors make, the power of a team-based approach, and practical guidance for both next-gen advisors and the leaders bringing them into their firms. \u23f1\ufe0f Episode Timeline & Key Topics 00:02 \u2013 Welcome & Guest Introduction Adam introduces the podcast and welcomes Alejandro M. Jerez, highlighting his 13+ years in the industry and experience coaching next-generation advisors. 01:30 \u2013 What the \u201cSurvival Phase\u201d Really Means Alejandro explains why the first three to five years can be true \u201csink or swim,\u201d balancing client acquisition, compliance, paperwork, and learning the business \u2014 often with limited resources. 02:50 \u2013 Why Mentorship & Market Access Matter Adam and Alejandro discuss how mentorship and real market access create meaningful at-bats, and why simply \u201cthrowing advisors out there\u201d often sets them up to fail. 05:00 \u2013 Knowledge, Attitude, Skills & Habits (KASH) They revisit the KASH framework and emphasize why habits and attitude are controllable early on, while knowledge and skills develop over time. 05:43 \u2013 The Power of Consistent Habits Alejandro shares how relying on one or two big cases early can be misleading \u2014 and why steady activity, client touches, and recurring revenue matter more than headline numbers. 07:17 \u2013 Activity Drives Momentum Adam reinforces the idea that this is a numbers game, and that consistent activity is what creates long-term growth and confidence. 07:54 \u2013 Time Blocking & Organization Alejandro explains why time management is critical, especially early on \u2014 including why paperwork should never replace prime prospecting hours. 09:21 \u2013 Tracking, Accountability & Knowing Your Numbers From AUM to new deposits, Alejandro breaks down how tracking metrics creates clarity, accountability, and predictability \u2014 even years into a career. 11:10 \u2013 Common Mistakes New Advisors Make They explore overconfidence, going solo too early, and failing to do the math before transitioning to commission-based roles. 13:35 \u2013 Why Teams Are the Future Adam and Alejandro discuss why team-based models are becoming the standard \u2014 especially for developing next-gen talent and integrating new ideas. 14:32 \u2013 Technology & Next-Gen Value Alejandro shares how younger advisors can add immediate value through technology, systems, and efficiency \u2014 including AI-powered follow-up and planning support. 16:14 \u2013 Adding Value Builds Confidence Adam explains why confidence grows when advisors focus on how they can contribute \u2014 not by trying to replace the senior advisor, but by enhancing the practice. 16:39 \u2013 Looking Back: What Would He Do Differently? Alejandro reflects on removing the \u201ctraining wheels\u201d too early and why deeper mentorship could have shortened his own survival phase. 18:39 \u2013 Trying Everything (and Learning What You Don\u2019t Like) From networking groups to professional alliances, Alejandro explains why experimenting early helped him refine what truly fit his long-term vision. 19:52 \u2013 Failure Is Part of the Process Adam reinforces that failure is inevitable \u2014 and necessary \u2014 to discover what works and what doesn\u2019t. 20:21 \u2013 One Piece of Advice for Next-Gen Advisors Alejandro emphasizes activity above all else: talk to everyone, create momentum, and let opportunities develop organically. 21:40 \u2013 \u201c10 Meetings a Week\u201d Philosophy Adam shares a simple benchmark that has stood the test of time for building a sustainable advisory practice. 22:10 \u2013 Advice for Hiring & Developing Next-Gen Advisors Alejandro explains why hiring is a long-term investment, how to identify hunger and cultural fit, and why mentorship pays dividends over time. 24:20 \u2013 Culture, Fit & Playing the Long Game Adam closes by stressing the importance of culture, patience, and intentional development when building advisory teams. 25:06 \u2013 Final Thoughts & Closing Adam thanks Alejandro for sharing his journey and insights, and wraps up the episode.   \u2705 Key Takeaways The \u201csurvival phase\u201d is real \u2014 and for many advisors it can last 3\u20135 years, not just the first 12\u201324 months. Mentorship + market access are the two biggest differentiators that help next-gen advisors gain traction faster. Habits beat hero years. Don\u2019t build a career around one big case; build it around consistent activity and repeatable process. Time blocking matters early. Use peak hours for client-facing activity; handle paperwork and prep outside prime prospecting time. Track your numbers like a business owner. Metrics create clarity, confidence, and better decision-making. Going solo too early is a common mistake. Teams, structure, and aligned incentives increase the odds of long-term success. Next-gen advisors can add immediate value through technology, systems, planning support, and process improvement. Hiring a next-gen advisor is an investment. The right culture fit + development path creates long-term leverage and succession strength. \ud83c\udfa7 Sound Bites (Quote-Ready) \u201cIt really is sink or swim \u2014 that survival phase.\u201d \u201cMentorship and market access are the two ends.\u201d \u201cYou want to pick up the right habits from day one.\u201d \u201cYou should never be doing paperwork in the middle of the day.\u201d \u201cIf you don\u2019t know your numbers, how can you be successful?\u201d \u201cIf you aren\u2019t failing, you aren\u2019t trying.\u201d \u201cIf you have 10 meetings a week, you\u2019ll figure out a way to be successful.\u201d \u201cMake hiring a next-gen advisor a high-slow decision.\u201d \ud83d\udcc7 Contact Info Confident Advisor Practice Podcast Host: Adam Figura afigura@horizonfg.com   Guest: Alejandro M. Jerez Founder & Financial Advisor, Valoris Wealth (Cambridge Investment Research Advisors)  ajerez@valoriswealth.com   Disclosure The views depicted in this material are for informational purposes only, and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice. Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA\/SIPC, a broker\/dealer and registered investment adviser. Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA\/SIPC. Today\u2019s guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives. Cetera is under separate ownership from any other named entity. 15015 Jamestown Boulevard, Suite 100, Baton Rouge, LA 70810 ","author_name":"The Confident Advisor Practice Podcast","author_url":"http:\/\/confidentadvisorpractice.libsyn.com\/website","html":"